There’s nothing like a crisis to bring things into sharp focus. Our house was recently struck by lighting. In leaving […]
Value Propositions Without Proof are Poopy Value Propositions
One of my former colleagues refused to use swear words. But he liberally labelled things as “poopy” if they didn’t […]
How to Be a “Smart” Partner
Strategic alliances are in the news every day. And why not? Partnering is a fast way to reach new markets, […]
Exporting 201 Step 6: Upgrade Your Tools
Companies that have had some export success selling though distributors often reach a point where their sales growth flattens or […]
Exporting 201 Step 4: Enhance Your Skillsets
Companies that have had some export success selling though distributors often reach a point where their sales growth flattens or […]
Exporting 201 Step 5: Refine Your Processes
Companies that have had some export success selling though distributors often reach a point where their sales growth flattens or […]
Exporting 201 Step 3: Change How You Invest in Partners
Companies that have had some export success selling though distributors often reach a point where their sales growth stalls. They […]
Mike Hunter’s 7 Rules of Successful Channel Management
It’s called Channel Management for a reason. Your job is to “manage” Having been in and around indirect distribution sales […]
4 Key Reasons You Need a Partner Value Proposition
You want to work with great distributors and other partners to extend your market reach. Like you, they are also […]
Your Partner Value Proposition is NOT Your Customer Value Proposition
Pretty much everyone agrees that your customer value proposition is the cornerstone of your marketing efforts. It’s why your customers […]